Happy New Year... here we are again,
looking for opportunity. We ended the year with our best advice
yet, to seize the moment... and we begin this year's newsletter
with ways for you to redefine how you approach the market.
Do you ever wish you could just hit the little red button that
says "easy"? Or maybe the "refresh" link on our computer screens?
We know, we've been there, too. So we decided to start off
this issue with a few articles that will help you do just that—refresh yourself and redefine your approach. It's difficult
for any of us to spend time planning when the New Year comes
so fast; yet, planning is crucial to our own success and the
success of our organization.
Start off on the right foot and take 10 minutes to read Essential
Sales Skills, Parts I and Part
II to help guide you or your team through the planning
process. Gaining the respect of our customers should be paramount
so we offer some tried-and-true, quick ways of doing this—and
for gaining referrals.
Also, we often find that salespeople tend to fall back into
last year's habits, so we offer tips on how to assess your
calls to help avoid this pitfall. Lastly, our product partner
highlight explains how to redefine selling in our industry.
We hope you see that once you focus, refreshing can be quite
easy.
Read
the complete article >> |
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| Breathe
New Life into Your Team This Year |
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What happens when
a newly motivated leader takes her New Year's message
to her team? Too often, nothing.
Even though you may be feeling refreshed at the beginning
of this new year, your team may not have caught your
enthusiasm. If that's the case, it's time to consider
some new ways to get your employees feeling good about
themselves, their jobs and their impact on your organization.
Read
the complete article >> |
| Essential
Sales Skills Part I |
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Sales
Planning is Crucial to Making Your Sales Goals
The Basics: Why Plan?
Healthcare organizations have established a well defined
pattern of budget, strategic, business and marketing
planning all focused on financial goals.
Sales planning wasn't part of the mix until the advent
of employer or physician relations sales efforts. With
integration into the overall strategic goals and accountability
for growth and retention of referral volumes, it's
become a credible partner in the planning process.
A sales plan is defined around objectives, strategies
and tactics that the department and salesperson identify
in order to deliver measurable results.
Read
the complete article >> |
| Essential
Sales Skills Part II |
Making Your
Sales Goals
Living Your Plan
Sales plans are a living, breathing, dynamic document.
They're used proactively in day-to-day implementation
and revisited frequently to fine-tune tactics, timing
and targets.
Part 1 of this series, "Sales Planning is Crucial," shows
you how to meet your goals by mapping out your sales
strategy aligned with organizational goals. Part 2
shows how you can live your plan. It will demonstrate
how to translate the global sales plan that you developed
into a tactical territorial sales plan that addresses:
• Realities of your assigned customer pool
• Tactics to accomplish your objectives
• Selling cycle or timeframe under which you are
working, which becomes your sales funnel and means
of forecasting
Read
the complete article >> |
| Gain
Respect and Referrals Today! |
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Let's
face it, people buy from people they like, right? And
if you make them angry, they'll tell everyone they
come in contact with. So it's important to learn how
to become one of those people everyone likes, and to
always offer customer service above and beyond.
There's a direct payoff: The more relationships you
work to create, the more referrals you'll get. This
year, try to add at least three new tactics from this
list. We guarantee you will see your customers perk
up and take notice.
Read
the complete article >> |
Product
Partner Highlights:
Redefining the Concept of "Selling" Healthcare
by Lonnie Hirsch © Healthcaresuccess |
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Overcoming negative, old-school ideas with genuine benefits in patient health.
Nobody likes to be "sold." But there's no "selling" in communicating how products and services deliver needed healthcare benefits to patients.
After almost twenty-five years consulting and helping physicians, dentists and many other healthcare professionals attract more of the patients and cases they want, I'm very used to hearing complaints and resistance to "selling" patients on various healthcare services and solutions.
Read
the complete article >> |
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| Announcements |
WE ARE TALLYING THE RESULTS of this year's Physician Sales Service survey.
For those of you who participated, keep an eye out for your Executive Summaries.
We will share the results and an option to purchase our full white paper on the statistics and implementation tactics.
Stay tuned.
- - - - - - - - - - -
- - - -
Assess Your Sales
Call
- How did
the call make you feel? Assess this.
- Was I cognizant
and sensitive to their surroundings?
- Did I state
my purpose for being there?
- Did I state
the process that I was going to take them
through clearly?
- Did I state
the payoff for me being there?
- Did I ask
at least one good question to learn about
them?
- Did I listen?
- Do I know
what my next steps are to move this relationship
forward?
- Did I track
detail in my CRM?
- - - - - - - - - - -
- - - -
Benefits
to Planning
- It keeps you organized and on schedule.
- You can refer back to it to track a number
of important tasks, such as your follow-up
to prospects. (Who have you called? Do
you need to call them again? If so, when?
Who do you still need to call? By when?)
- It also helps you track your own progress,
whether you're working alone or with a
team, and (bonus!) as a result, it will
make your sales reports more effective
and sales meetings much more efficient.
- It will make you feel productive. It
will help you focus on the most important
or valuable customers for your sales effort.
- It will help management evaluate and
reward you, and will help you understand
how you can support management's strategic
decisions more clearly.
- Finally, it will elevate your efforts
into the C-Suite — positioning results
they value and market intelligence they
crave.
|
 Question
and Answer Forum |
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We
want to hear from you. If you want us to
answer your question about sales strategies,
please submit
your question. Each quarter, we will
draw from all the entries for a prize! |
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Looking
Forward to Our Next Issue:
In April, we
focus on:
Sales Training
- On-Boarding Done Right!
- Ongoing Training Tips
- Relationship Selling for the Healthcare Professional
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Looking for a training
session or speaker for your hospital? CHG has a team
of specialists for customer service and experience, sales
and business development and organizational strategic
thinking. Visit www.corporatehealthgroup.com or
call 1-888-334-2500.
To
view all CHG newsletters, please click here
Share your feedback with
us. What do you want to know more about? What are some
of the issues you're facing? Your comments will help
us zone in on the physician topics of interest to you
as we prepare our next issue. |
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